Principal Business Value Advisor

Available Locations: Austin, TX, San Francisco, CA, Seattle, WA, Denver, CO

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About the role

The Business Value Advisor role is high impact, and requires a results-oriented, customer-centric advisor to be successful. You will work directly with Sales, Contract Operations, Pricing, Product Management, and Marketing to demonstrate the quantifiable value of choosing Cloudflare solutions over the competition. Much of the role will involve working with sales management to develop account strategies and assist in determining multi-year plans to expand Cloudflare’s portfolio across the key buying centers and into the lines of business.

You will bring a consultative approach to  the role and develop TCO and ROI value models based on customer business outcomes. You will develop a complete understanding of Cloudflare’s advantages over the competition to develop customer-centric, C-level business cases that have the ability to accelerate the sales cycle. You will display a deep understanding of the differences between cloud vs. on-premises solutions, CapEx vs. OpEx, and you will be comfortable presenting to customers and sellers.

Data-driven approach with a bias towards action, you will enjoy this role if you like working with fast-paced teams, having autonomy to drive your initiatives, and having the opportunity to build out the global value advising program. This role is a part of our Go-To-Market (GTM) Revenue Operations team and reports into our GTM Business Automation & Support Execution (BASE) team. This will be a highly visible role within the organization, which will have a significant impact on the long-term growth of the fast-growing Cloudflare business.

Provable ROI in the form of extraordinary value to customers is in our DNA; whether it’s giving away our service for free, adding new capabilities at no extra charge or removing egress fees, Cloudflare is famous for demonstrating the outsized value of our customers’ investments in us. We want an experienced value advisor to join us to develop and execute strategies that build pipeline, drive growth, and efficiencies within an assigned sales region or team.

Responsibilities

• Business Value Assessments: Develop and execute value assessments that quantify the ROI and business impact of solutions. Engage with customers and sales teams through meetings, calls, and digital tools to understand business challenges and translate them into actionable insights.
• Scalable Value Tools & Enablement: Design and refine repeatable, lite, and self-service value assessment frameworks, templates, and automation tools to enable broader adoption across sales teams and customers. Ensure tools are intuitive, globally relevant, and aligned with business value messaging.
• Customer Engagement: Act as a trusted advisor by delivering impactful value assessments and supporting post-implementation value realization. Identify opportunities to embed self-service assessments into customer workflows.
• Solution Customization & GTM Support: Partner with sales, product, and marketing teams to tailor value propositions, business cases, and messaging for different customer segments and regional needs. Develop playbooks and enablement content for sales teams to drive self-sufficiency.
• Data-Driven Insights & Reporting: Maintain structured documentation of value assessments, client interactions, and business impact. Build reporting mechanisms that provide visibility into value realization and inform future enhancements to tools and processes.
• Value Model Development & Optimization: Continuously refine value models and frameworks to support scalable assessment tools. Participate in regular reviews, incorporating insights to improve relevance, usability, and automation.

Requirements

• 8+ years of experience as a value practitioner or management consultant with exposure to cloud, network, and cybersecurity technologies.
• Excellent communication and interpersonal skills, both written and verbal, to effectively engage with customers and collaborate with internal stakeholders.
• Strong negotiation skills with the ability to manage ambiguity and navigate unforeseen obstacles gracefully.
• Detail-oriented with the ability to analyze data, identify trends, and draw meaningful conclusions, especially in complex deal cycles.
• Expertise with spreadsheets and model building.
• Self-starter who truly enjoys working in a fast-paced, innovative cloud services company.
• Strategic thinker, collaborative, and desire to continuously learn.
• Preferred BS/BA degree in Marketing, Business, Engineering, or related field

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Compensation

Compensation may be adjusted depending on work location.

• For New York City, Washington, and California (excluding Bay Area) based hires: Estimated annual salary of $178,000 - $218,000
• For Bay Area-based hires: Estimated annual salary of $187,000 - $229,000

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave